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High Performance Sales Organizations Creating Competitive Advantage in the Global Marketplace

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ISBN-10: 0071351604

ISBN-13: 9780071351607

Edition: 2nd 2000 (Revised)

Authors: Darlene Coker, Edward R. Del Gaizo, Kathleen A. Murray, Sandra L. Edwards

List price: $29.95
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Description:

This guide shows how companies can compete more successfully in the global marketplace. It includes the latest research on the effects of the evolving computer and communications technologies that are transforming customer relations.
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Book details

List price: $29.95
Edition: 2nd
Copyright year: 2000
Publisher: McGraw-Hill Companies, The
Publication date: 10/26/1999
Binding: Hardcover
Pages: 224
Size: 6.50" wide x 9.75" long x 1.00" tall
Weight: 1.034
Language: English

Market Dynamics
In Pursuit of Loyal Partners
A New Type of Customer
Building Customer Relationships
Focusing the Organization Outward
The Customer Relationship Process: Creating Loyal Partners
Consultative Selling
Salesperson as Strategic Orchestrator
Salesperson as Business Consultant
Salesperson as Long-Term Ally
Critical Success Factors
Technology-Enabled Selling: Wiring the Enterprise for High-Performance Selling
Selecting High Performance
Strategic Sales Training
Strategic Sales Coaching
Appendices
Profile of Sales Leadership Research
Sales Performance Research Studies from Achieveglobal
Customer Loyalty Research
The Consultative Salesperson: Knowledge, Skills, Attitudes, and Personal Characteristics
Table of Contents provided by Publisher. All Rights Reserved.